It doesn’t really matter what the economy is going to do. It doesn’t matter if it is up or down. The key is what do you EXPECT. Salespeople don’t get what they want but they do get what they expect. Sales, like life, is a self-fulfilling prophecy. Don’t let others such as co-workers, the media, […]
Continue readingWhat keeps you from prospecting regularly? A student in one of my classes once answered that question with “just about everything” and there was a loud laughter of recognition from the rest of the students in the class. I mean, they said things like laundry or dishes might even come first. If prospecting is something […]
Continue readingWhat’s the difference between qualifying and disqualifying and how’s it accomplished? I’m assuming we’re talking about someone who might be interested in what you have to offer. It’s all in the mindset. Qualifying implies that the salesperson is looking to “qualify” the prospect as someone they might try to sell to. In this case the […]
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